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Senior Director of Wholesale, Sales & Operations
Job Description
We are currently searching for a high-performing Senior Director of Wholesale for our client in eyewear to optimize brand and revenue growth throughout all respective wholesale distribution channels domestically and internationally. The leader will develop and drive the wholesale strategy, concentrating on retention and growth of existing accounts and penetrating new markets. This unique role will enable a creative and results-oriented eyewear leader the opportunity to capitalize on our strength in Sun and continue to expand our growing presence within the Optical category. The Senior Director will act as a brand ambassador, representing our brand by delivering world-class customer experiences reflective of the brand’s spirit of hospitality and creativity, consistently achieving sales & profitability goals, operational objectives, merchandising standards and developing a highly successful team that will be motivated to grow, contribute and advance with the brand.
This role is based in their New York Headquarters, 5 days a week.
This role is based in their New York Headquarters, 5 days a week.
Key responsibilities:
Sales Strategy & Leadership
- Establish multi-year growth strategies across all eyewear categories and partners including independent retailers, independent opticians and optometrists, specialty chains, department store, and marketplace accounts
- Develop and maintain a twelve-month rolling budget of revenue and expenses that syncs with company objectives
- Establish optimum sales territory allocation and evolution as markets mature and evolve
- Manage and grow the rep structure of both independent and employed sales reps
- Responsible for continuing to develop evolving sales models and account support structure
- Establish relationships directly with key accounts and top independent retail partners to best understand their needs and support the sales team
- Build and secure a pipeline of new business development opportunities including accounts and programs that drive expansion including new distribution partners, partnerships, and other opportunities
- Lead development of our wholesale loyalty program to incentivize, recognize, and reward top accounts.
- Provide analysis and reporting including but not limited to outreach, sales initiation inbound sales orders, closing sales, reorders and account satisfaction
Sales Operations
- Establish and manage wholesale operations calendar, including key market dates, trade-shows, sell-in periods, and regular business reviews with key accounts
- Provide recommendations for wholesale pricing and business terms that drive profitable growth.
- Ensure B2B platform is executed at a high level in brand and product presentation and optimized to support new account acquisition and provides an efficient ordering process and a complete self-service customer experience
- Standardize weekly, monthly, and quarterly sales reports with meaningful insights from the department and presenting clear plans to recoup budget variances when applicable
Cross-functional Collaboration
- Collaborate across all departments to ensure desired outcomes are achieved
- Pursue continuous improvement of wholesale operations ensuring proactive support of future revenue goals
- Partner with VP Brand Marketing to develop programs that support acquisition of new accounts and support sell-through and reorder with existing accounts; foster brand alignment through establishing and implementing POP and marketing activities that ensure the high brand standards are maintained throughout the channel
- Enhance partnership with Operations and Customer Service team to establish standards for wholesale customers and support for the sales team
- Work with Planning to optimize inventory ordering and allocation
Qualifications:
- Minimum 10-12+ years of prior experience in a similar leadership role with P&L accountability
- Track record of delivering continuous growth within the eyewear industry in the North American market, with a preference for leaders who also have international experience
- Reputation for nurturing relationships with eyewear selling accounts of all types and sizes with an established industry network of past and current relationships with buyers, former partners and colleagues
- Proven history for developing and ensuring the success of independent and/or in-house eyewear sales reps through hiring and effective sales management
- Solid understanding of financials including industry pricing, gross margins, and operational accounting
- Demonstrable expertise of the eyewear industry past, present, and future
- Proven ability to establish and drive sales processes from pipeline management to acquisition of new accounts
- Experience in leading wholesale outreach through trade marketing, trade shows, and events
- Demonstrated history of positioning product against competition, and winning
- BA/BS degree preferred
- Proficiency in analyzing sales and presenting executive summaries of channel performance with identification of risks and opportunities
Salary: Up to $180,000 annually based on experience and qualifications.
Meet Your Recruiter
Karen Cichocki
Karen is the Director of All Things Business Development at Emerging Blue. She loves meeting new people and is passionate about building strong relationships with her clients. Karen thrives on getting to know brands and the passion and story behind each of them.
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